Objection Free SellingBefore you buy something (this book), what must you believe about it? If you don't believe that, what objection comes to mind? What would it take to establish that belief with you? How else could that be done? What other beliefs must you have before you buy, and how could they be established?Research shows there are ten Buyer Beliefs that cause objections when they are missing or weak. It also shows there are multiple ways to establish each belief. You just proved both statements, didn't you? And now you know that missing Buyer Beliefs cause objections.This unique book contains the knowledge, skills, and strategies you need to prevent, preempt, and respond to every objection you get. And it has what you need to know to "answer the unanswerable" objections.Most salespeople get objections in only three or four of the ten Buyer Belief categories. That means you don't need to learn a new sales model. The one you have now may work fine except in a few places where you're getting objections. All you need to do is plug the correct strategies into your current sales model in the right places to handle these objections. In this comprehensive book, you'll find the core sales skills necessary to establish each Buyer Belief. We've also included examples of how to prevent, preempt, and respond to the 85 most common sales stopping objections. Just open the book and scan the list. You'll recognize the ones you get.Just imagine what it would have been like if your boss on your first day at work in sales had said, "Here's a 'sales strategy book' that has every objection our sales team gets for each of our products/services when selling against each of our competitors. Get this book now and start customizing and personalizing the strategies and tactics for each and every objection you get. Build your own sales strategy book.

There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales profession. Except for objections. There is democracy in objections. Every salesperson must endure many NOs in order to get to YES. Objections don’t care or consider: Who you are What you sell How you sell If you are new to sales or a veteran If your sales cycle is long or short – complex or transactional For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting and Sales EQ, Jeb Blount’s Objections is a comprehensive and contemporary guide that engages your heart and mind. In his signature right-to-the-point style, Jeb pulls no punches and slaps you in the face with the cold, hard truth about what’s really holding you back from closing sales and reaching your income goals. Then he pulls you in with examples, stories, and lessons that teach powerful human-influence frameworks for getting past NO - even with the most challenging objections. What you won’t find, though, is old school techniques straight out of the last century. No bait and switch schemes, no sycophantic tie-downs, no cheesy scripts, and none of the contrived closing techniques that leave you feeling like a phony, destroy relationships, and only serve to increase your buyers’ resistance. Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of Objections, you’ll gain deep insight into: How to get past the natural human fear of NO and become rejection proof The science of resistance and why buyers throw out objections Human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation. And, with this new-found confidence, your success and income will soar.

Objections have been a part of life since humans first began to communicate.The funny thing is, in all that time, most people haven't learned how to handle them. However, objections are nothing to be feared. Doug Brown wrote Win-Win Selling for you to learn how to resolve objections by getting to the heart of the matter - the human aspect. In this book, you will. - Get Tools for You to Win Over a Buyer Without an Argument- Discover the Most Important Ingredient for You to Succeed in Sales- Learn How to Resolve Objections While Also Increasing Your Numbers- Explore New Methods for You to Address the Personal Demands of a Buyer- Understand the Behaviorism of the Sale for you to Build Rapport with a Buyer If you have been in business for any length of time, you've encountered an objection or two (thousand!). You have experienced something that instantly opened your eyes to a world of new possibilities.This book will build on that premise - that a world of new possibilities will open up for you when you learn how to handle objections easily in a win-win fashion.You're familiar with the concept of win-win, right? A win-win is where there is a positive outcome for both, and both people want that outcome.What you hold in your hands contains game-changing methods for handling objections. Using these methods will result in higher sales conversions and happier customers - both win-wins.From Bestselling Author Russ Whitney's Foreword: "Most seasoned salespeople will know that when we hear objections like those, it's usually about the money and whether they can afford it, or whether they want to spend it on your product or service. In this book, Doug takes objections and resolution to a whole new level. This is not an ordinary book at all. It takes one of the most important parts of the science of selling and breaks it down in a unique way that will help you to improve your closing ratio and increase your sales in a big way. The other thing I like about this book is that Doug used these very strategies to close me, not only on reading it, but then, writing this foreword. His approach was remarkable; it left me with a good feeling and happy to be a part of this great new approach to handling and resolving objections. Here is one other thing that told me Doug and his new book were onto something: One of my objections with Doug about this book was that it wasn't big enough to be a book. I thought it was more of a special report or a pamphlet. Doug resolved that objection, as well. He explained to me that his goal was not to write a whole book about general sales as most of them are just that. He wanted to focus just on this specialty, which is a thorough understanding and a whole new approach to resolving objections and not overcoming them. Doug, you've produced a work of art here for anyone in the sales profession."

Turn common objections into BIG OPPORTUNITIES! It costs too much… We're switching to overseas vendors… Let me think about it… NO! You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections--and How to Overcome Them helps you choose which direction is the best approach and gives you the tools you need to defl ect that obstacle and make the sale. Bestselling author and renowned sales guru Stephan Schiffman has tapped into his decades of hands-on experience training sales professionals and has boiled his list of objections down to the top 25 most frustrating, universal issues. Through sample dialogues and occasionally humorous examples any salesperson can relate to, Schiffman provides the solutions to help turn any "No" into a done deal. At long last, the sales objection has met its match. Stephan Schiffman provides you with an arsenal that helps you combat any negative response and, in the process, turns perceptions of you from sales rep to ultimate problem solver.

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The objections faced by the pharmaceutical sales professionals are different from the objections faced by the sales professionals of automobile, FMCG or electronic goods. The basic difference in pharmaceutical selling is; customers (doctors) are not buyers (patients). And thus the patterns of objections are also different. Thereby handling those objections is also different. Moreover, there is no specific guideline, literature or book written on the different objections faced by the pharmaceutical sales professionals. This has motivated me to write a book on objection handling, particularly for pharmaceutical sales professionals. In this book, etiology of objection, attitude towards objection, types of objection, strategy for handling objection, techniques of handling objection SLUAAC Technique, methods of handling objection have explained elaborately. And lastly 22 commonly encountered objections and how to handle those objections have been discussed. In this book more applied aspects have bben incorporated; because books meant for practical use should contain much of applied discussion.

Hold the line on price in every transaction—from the leading expert on Value-Added Selling! These days it seems like we’re always in a buyer’s market. But even at a time when the word value is usedinterchangeably with cheap and the Internet is a bargain hunter’s paradise, there are ways for sales professionalsto regain the upper hand. In Crush Price Objections, Tom Reilly, bestselling author of Value-AddedSelling, teaches field-tested tactics for engaging price shoppers and holding the line on declining profits. Itprovides tips and tactics for: Developing a price-objection counterattack before you meet with buyers Using questions and compelling presentations to move theconversation away from the subject of price Destroying price objections if they surface Understanding why and when to raise your prices Creating winning bids—on paper and online Crush Price Objections offers you the tactical support you need to focus specifically on price resistance inorder to attain maximum profit in the most challenging circumstances. Let Tom Reilly show you how to stophaggling—and start closing!

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

In almost every sale, an objection will be raised. How you deal with your customer's concern will often make the difference between a completed order and a missed opportunity. The best salespeople don't become masters at overcoming objections by accident. They can deal with them smoothly and confidently because they get the right information, use the right techniques, and follow a smart strategy for melting buyer resistance. In this short book, Carl Henry will teach you everything you need to know about sales objections, including: what the most common objections are, why customers raise them, how you can diagnose and defeat almost objection, and even when to walk away from a sale. Don't let sales objections stop you in your tracks... and stop you from earning your next commission. Pick up your copy of Overcoming Sales Objections today and learn what it takes to get past customer reluctance and close more sales!